Account Executive, Virtual Sales

Inc. is a trusted partner for industrial and metalworking businesses nationwide. With locations in New York, South Carolina, and California, we offer extensive product selection, expert technical support, and superior customer service. We are a family-owned, people-first company that values integrity, teamwork, and continuous improvement.

Growth Opportunities

Many team members have advanced from entry-level roles to leadership positions through mentorship and training. Teamwork and camaraderie are at the core of our operations. Employees consistently describe Travers as family-oriented, with approachable and understanding management. The Account Executive is responsible for driving profitable revenue growth within an assigned portfolio of accounts through disciplined outbound sales activity, structured opportunity management, and strategic account development.

This role is highly activity-driven and phone-centric, focused on expanding share of wallet within existing customers, reactivating underperforming accounts, and identifying new buying opportunities. The Account Executive serves as the primary commercial contact for assigned customers, combining proactive sales engagement with responsive support to deliver an exceptional customer experience while consistently achieving revenue and margin objectives.

Revenue Growth & Account Development
Drive revenue and margin growth by expanding existing customer relationships and converting new opportunities within the assigned account portfolio.

Manage and grow revenue and gross margin within an assigned portfolio of accounts
Develop relationships with multiple contacts within each customer organization
Identifyand pursue new opportunities within existing and underdeveloped accounts
Own sales opportunities frominitialengagement through close using a structured sales process
Present product solutions that clearly communicate value and address customer business needs
Proactive Sales Activity
Maintain a consistent, high level of proactive outbound sales activity to generate opportunities and sustain pipeline growth.

Execute high-volume outbound call activity to engage existing and prospective customers
Maintain an average outbound activity level of approximately 40–50 customer calls per day
Structure the workday to ensure approximately 80% proactive outbound selling activity and 20% reactive customer response and support
Conduct targeted email outreach to support opportunity development and account engagement
Re-engage inactive or low-spend accounts to uncover new revenue opportunities
Use strategic outreach approaches to penetrate accounts and expand buying relationships
Pipeline & CRM Discipline
Maintain accurate sales data and a healthy opportunity pipeline to support forecasting and sales execution.

Build and manage a qualified opportunity pipeline aligned with sales targets
Use CRM and BI tools to prioritize accounts and plan call objectives
Monitor account trends, buying patterns, and product gaps toidentifyopportunities
Maintain customer pricing agreements within the ERP system
Customer Experience & Cross-Functional Coordination
Provide responsive and professional support while maintaining a strong focus on revenue growth.

Serve as the primary liaison between customers and internal teams to resolve inquiries efficiently
Coordinate with operations, technical teams, vendors, and accounting when addressing customer needs
Develop a strong understanding of customer businesses, applications, andpurchasingprocesses
Ensure smooth order execution and proactive communication throughout the sales cycle
Communicate order status, risks, or delays ina timelyand professional manner
Account Planning & Market Awareness
Leverage data, customer insight, and market intelligence to guide account strategy and identify growth opportunities.

Monitor competitor activity and broader market trends within assigned accounts
Use BI insights toidentifyproduct gaps and cross-selling opportunities
Build andmaintainan understanding of customer organizational structures and buying roles
Share market and customer insights with internal teams
Adjust account strategy based on performance data and opportunity signals
Overall Role Performance Measures
~ Growth of underpenetrated and low-spend accounts
Opportunity pipeline coverage and conversion performance
Consistency and discipline of outbound sales activity
Accuracy and completeness of CRM activity and opportunity tracking
Increase in share of wallet within assigned accounts
Customer retention and repeatpurchasingbehavior
Responsiveness and effectiveness in resolving customer inquiries
Forecast accuracy and pipeline visibility
2+ years of B2B inside sales or customer service experience
~ Proven success in a high-volume, outbound phone sales environment
~ Demonstrated ability to grow accounts through proactive sales engagement
~ Excellent verbal and written communication skills, particularly in phone-based selling
~ Strong organizational, time management, and pipeline management skills
~ Proficiencywith CRM systems (HubSpot preferred) and Microsoft Office tools
~ Experience using BI or reporting tools to analyze account performance is a plus
~ Industrial distribution, metalworking, or related product experience preferred
Up to 17 total PTO and sick days per year are provided for scheduled PTO (vacation, personal, routine medical appointments) and sick time.